Roles & Responsibilities
The Role Aspen Technology is a leading supplier of software that optimizes process manufacturing including oil and gas, petroleum, chemicals, pharmaceuticals, and other industries that manufacture and produce products from a chemical process. With integrated aspenONE solutions, process manufacturers can implement best practices for optimizing their engineering, manufacturing, and supply chain operations. As a result, AspenTech customers are better able to increase capacity, improve margins, reduce costs and become more energy efficient.
We are looking to hire a Principal Solution Consultant with technical strength in Oil & Gas/ Refining/Chemicals/Polymers for our Team in MEA. This is an excellent opportunity to continue growing technically, and to also take on a consultative role, providing sales support to our MEA sales organization. The candidate will be responsible for working with our account managers and the technical community within our clients.
The consultant will have refining and petrochemical industry experience to provide consultative sales support for Aspen’s Manufacturing and Supply Chain solutions area covering Advanced Process Control domain. The business consulting team is tasked with supporting the sales process with knowledge of the AspenTech products and services, value definition and industry vertical knowledge as well as developing and maintaining key relationship with AspenTech’s clients and prospects.
This Solution Consultant will have a direct impact to help enable the Energy and Chemicals verticals of Aspen Technology to achieve revenue growth targets. The candidate will be measured against the license revenue and service bookings objectives established by management for the relevant vertical.
Your ImpactSupport the account team to develop the account strategy based on the industry and client business environment. Refine the solution and vision messages for the project overall and work with other team members to develop presentation materials that effectively communicate these messages, leading clients to action
Articulate the overall solution and provide the vision with an understanding of the customer’s business and technology needs, AspenTech’s previous successes and the competitive landscape.
Develop and communicate business solutions
Delivers conceptual presentations and standard/customized demos to the customer
Provides winning proposals to the customer
Provide customer-facing support of sales activities by demonstrating expertise in model-based multivariable predictive control and its application to chemical and /or refining. Lead technical sales support for assigned opportunities to maximize product and service bookings
Apply consultative skills in customer-facing situations to identify customer problems and understand their business and operational issues. Facilitate customer understanding of APC solution technical functionality, impact on process operations, and value creation.
Participate and/or lead customer consulting engagements to facilitate sales, including workshops, benefit studies/value assessments, and seminars.
Deliver technical presentations to customers and be able to answer detailed questions. Perform software demonstrations for customers as required.
Develop commercial proposals for assigned opportunities. Respond to RFI/RFQ/RFP questionnaires as required.
Proactively support pipeline development (e.g., account planning, awareness sessions, etc.) and sales execution for assigned accounts and opportunities. Execute campaigns to grow APC revenue within assigned accounts.
Run adoption program for customers to realize the value of APC deployed
Act as a business partner to sales account managers in strategic and tactical planning activities
Accountable for achieving personal targets such as productivity, bookings and other Business Consulting related targets.
Challenge customer s current way of doing business to drive results
What You’ll Need
University Degree in Chemical Engineering
12+ years practical experience in consulting/implementation/technology with more than 7 years of experience in APC/RTO/GDOT
Strong knowledge of Upstream, Refining, Petrochemical and Chemicals (bulk and polymers) production and business processes
Familiarity with AspenTech’s tools and solutions is preferred (Aspen DMCplus/DMC3, Aspen IQ, AspenWatch, Adaptive Process Control, Closed-loop real-time optimization Aspen Plus RTO,GDOT)
Knowledge of AspenTech s Planning/Scheduling and MES solutions is a plus
Ability to lead cross functional teams and manage multiple priorities under pressure
Ability (and willingness) to travel throughout the Middle East [approximately 40 -50%]
Strong written and verbal communication skills
Quick learner and strong interpersonal skills
Excellent analysis skills
Strong business acumen. Adept at performing customer interviews, identifying improvement opportunities, and overcoming resistance to change.
Fast learner with a desire/motivation to learn cutting-edge new technologies
Creative problem solver
Aspen Tech is an equal opportunity/affirmative action employer.